1. Collaboration or Competition
NegotiationSkills
Professor: Ricard Musté

2. Game Theory : a way of
negotiating systematically
Player 1
Player 2
a
b
x y
2
3 4
5 4
3,5 5
3

3. Game Theory:
Prisoner’s dialema
Prisoner 1
Prisoner 2
c
nc
c nc
8
8 10
10 4
2 4
2

4. Lessons from Games
• Short terms gains can lead
to long term losses
• Don’t make them feel that
they want to get even
• Deeds matter and so do
words
• Seek reciprocity
• Don’t be envious
• Don’t be first to defect
• Short-term negotiations
favor competitiveness
• Look for positive coalitions
• Invoke reputation (yours
and theirs)
• Create compliance if
necessary
• Be trustworthy
• Reciprocate collaboration
and defection
• Don’t be too clever
• Long-term negotiations
favor collaboration
4

5. Thomas-Kilman Conflict Modes
High
High
Low
Low
Concern with
your own needs
Concern with
others’ needs
Accommodation
Compromise
Collaboration
Avoidance Confrontation
5

6. Who wins?
• Confrontation + Confrontation = 80% Stalemate
• Confrontation + Accomodation = 90% win for Confrontation
• Confrontation + Collaboration = over 50% win for Confrontation
• Accomodation + Accomodation = 80% Stalemate
• Accomodation + Collaboration = usually win for Collaboration
• Collaboration + Collaboration = frequently an agreeable solution
Interpersonal Conflict Resolution
6

7. Final Take-Away
For men decide far more problems by hate, or love, or
lust or rage, or sorrow, or joy, or hope, or fear, or
illusion, or some other inward emotion, than by
reality, or authority, or any legal standard, or judicial
precedent, or statute
Cicero, 106-43 BC